Product Business Development Specialist

Customer Solutions Lead

We are seeking a highly skilled and customer-centric professional to bridge the gap between our customers' needs and our product development teams. This role is central to ensuring our solutions deliver maximum value to clients, particularly in the government sector, while aligning with our product vision and strategic priorities.

You will lead customer-facing workshops, capture business and technical requirements, guide solution design, and champion customer perspectives throughout the product lifecycle.

This includes playing a critical role in shaping our product offerings and ensuring they meet customer needs throughout their lifecycle, staying in touch with our strategic customers to understand them and consistently deliver value through our products, as well as pushing new business and supporting ongoing pre-sale activities (discovery, RFP/RFI/RFQ, proposals).

You'll collaborate closely with sales teams as well as with corporate, R&D and support functions.

Key Responsibilities:Customer Engagement & Discovery:

• Lead customer workshops to capture needs, constraints, operational context, and success criteria.
• Gather and document customer requirements, translating them into clear, actionable product and technical specifications.
• Showcase product capabilities and guide customers through relevant use cases to maximize adoption and value realization, plan and lead customer training activities.

Solution Design & Proposal Support:

• Support proposal development in collaboration with Sales and Pre-Sales, tailoring solutions to government client needs and priorities.
• Translate customer insights into actionable product requirements that inform development planning and roadmap decisions.
• Actively participate in Agile ceremonies such as sprint planning, backlog grooming, and refinement sessions, ensuring customer needs are accurately represented and prioritized.
• Contribute to project delivery planning, working with cross-functional teams to define scope, delivery milestones, resource needs, and risk mitigation strategies.

Issue Management & Continuous Improvement:

• Review and assess Change Requests (CRs) for feasibility, impact, and alignment with the product roadmap.
• Help prioritize customer requests in partnership with Product Management and R&D, balancing customer value with delivery capacity.
• Support the development team with issue root cause analysis to ensure timely resolution and maintain product quality.

Product Expertise & Cross-Team Collaboration:

• Maintain deep product knowledge, staying current with capabilities, roadmap developments, and technical architecture.
• You should have the most comprehensive knowledge regarding how to use the product, as you would need to be capable of delivering operational and methodology training for the customers.
• Collaborate across teams — acting as the voice of the customer within Product, Engineering, and Delivery organizations.

Qualifications & Experience:

• Strong familiarity with Telecom / Telephony / Cellular / Analytics Domain and IP network technologies, with deep expertise – MUST.
• Hands-on experience in SIGINT collection systems within Intelligence, Security, or Cyber domains is a strong advantage.
• Proven experience in customer-facing solution roles such as Product Manager, Solution Consultant, or Pre-Sales Engineer.
• Ability to translate technical concepts into business value and vice versa.
• Experience working with Agile teams, participating in sprint planning, and backlog grooming – advantage.
• Experience in training & documentation creation or as a technical instructor – nice to have.
• Bachelor's degree in computer science, Engineering, or a related field.
• Excellent English skills.

Key Attributes:

• Customer-centric mindset with a passion for delivering value.
• Strategic thinker who can also execute tactically.
• Adaptable and comfortable in dynamic, fast-changing environments.
• Skilled at building trust and credibility with diverse stakeholders.
• Strong analytical and problem-solving abilities.

Travel Requirements:

Willingness to travel to client locations as needed – up to 30% of time.

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